What are the most common objections the potential buyers (marks) raise and what are the typical counter arguments that sales people are trained to use?
My guess is these are the top five:
1) I/we can't afford it.
2) I/we don't have $20,000 (or whatever the cost is) right now.
3) I/we can buy the same thing resale for a fraction of the cost (see E-Bay, Craigslist, TUG, Red Week, etc.).
4) I/we can rent from existing owners for less than the annual MFs.
5) I/we don't travel very often.
I'm also guessing that objections numbers 1,2, and 5 are from those who are very unfamiliar with timesharing and numbers 3 and 4 more or less come from those who are very familiar with timesharing.
Yes those are all the typical objections and here is typical response that starts the selling.
1) I/we can't afford it. Because you don't have the programs to offset cost that were offered last time you bought. Why didn't you take advantage when you could have?
2) I/we don't have $20,000 (or whatever the cost is) right now. You're already paying that. It's the same money.
3) I/we can buy the same thing resale for a fraction of the cost (see E-Bay, Craigslist, TUG, Red Week, etc.). You don't get VIP benefits with resale.
4) I/we can rent from existing owners for less than the annual MFs. Or you could rent yours and it pays for itself. Self-sustaining Ownership.
5) I/we don't travel very often. Then how are you here now if that's true?
The whole purpose/ process to sell to an owner is "Finding the pain". Make them feel they were sold wrong package before and show them how you can fix it without costing them anymore money.